UserZoom: Getting to $100M ARR by Falling in Love with a Problem

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Alfonso de la Nuez is the co-founder and co-CEO of UserZoom (now part of UserTesting), a SaaS product that delivers actionable UX insights to help businesses design and deliver better digital experiences.

In 2001, Alfonso and his partners started a user experience research consultancy in Spain. But doing research in a physical lab was slow, manual, and expensive.

After several years of doing user experience research that way, they decided that they'd build a tool to help them automate the process and become more efficient.

And the tool, once it was built, helped them run the consultancy better.

Only when a client asked if they could use the tool to conduct their own user research did Alfonso and his partners realize that there was an opportunity for them to become a product business.

In this interview, we share how they transitioned from a consultancy to a SaaS company, some of the struggles they faced in finding customers, and how they have gone from a humble start as a consultancy in Spain to a SaaS business that is now doing almost $100M in annual recurring revenue and has raised $136M.

I hope you enjoy it.

This episode is part of our First Customers series.

Book Recommendations

Don't Make Me Think: A Common Sense Approach to Web Usability

by Steve Krug

Good to Great: Why Some Companies Make the Leap and Others Don't

by Jim Collins

Links

UserZoom: Website | LinkedIn | X
Alfonso de la Nuez: LinkedIn | X
Omer Khan: LinkedIn | X

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